NCSC XIV Case Profiles 2022 - National Collegiate Sales Competition
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NCSC XIV
Case Profiles
2022
Rd1 & WC Qtr. - Final
Semi-Final
2022
Official Product Sponsor of
the NCSC
Disclaimer: All prospect profiles are developed for educational purposes and to facilitate competition at NCSC XXIV. While some organizations
represented in the profiles resemble actual companies, the profiles and situations are purely fictitious, and any comments or remarks made in this
document or by participants during the NCSC do not reflect the views, opinions or facts about any actual organization.
The NCSC is a 501c3 non-profit organization
Copyright © 2022 National Collegiate Sales Competition. All Rights ReservedRound 1 Salesperson Info
Case Info The Sales Call
You have been on the Gartner team for a little over a year and You have been trying to connect with Kris
have been cold-calling with some success but leads from Helling via phone, email, and LinkedIn since
Gartner’s Conferences have netted you very good prospects. August with no success. However, Kris
You have been working leads from last March’s CIO finally accepted your invitation to connect last
Leadership Forum and Eskridge Wine & Spirits is one with week and messaged you to set up a meeting
which you have had little success in getting a meeting. In through Kris’ admin, Brent McCulloch. Kris
August of last year you read Mark Brown on the Future of did not respond to any additional messages,
Sazerac and the Spirits Industry in Forbes (July 3, 2021) which and you have had no communications with
spurred you to increase your efforts to connect with Eskridge W Kris, other than the call with Brent. Brent was
& S. Information from your research (2021): nice, but you gained no additional information
from him, other than him saying that Kris was
Revenues: $309.46M busy and has had a lot going on over the past
Employees: 1,969 3 months.
HQ: Atlanta, GA
Facilities: 5 MFG. and distribution facilities in U.S. & France
Recent Acquisitions: Marie Brizard, California Company
What you Found Prospect Background
Founded in 1850, Eskridge Wine & Spirits has thrived From LinkedIn: Kris Helling
as an independent, American family-owned company
with operations in the United States and around the Experienced Information Technology Leader skilled
world. Since the 2000s, Eskridge has averaged double in Operations Management, Technical Architecture,
digit growth every year! Our vision is to become one Information Security and Information Technology
of the industry’s most desired places to be. Eskridge Strategy.
attributes its success to a unique blend of history, Eskridge Wine & Spirits – 3 years
Dir. Global IT Infra & Ops. (March 2021)
culture, brands, relationships, innovation, technology,
I.T. Operations Mgr (Oct 2019 – 2021)
and most importantly, its people.
Administrative Team from website: Kindred Healthcare – 8 years
Corporate Manager – Client Systems (Client
Pres. & CEO: Brad Eskridge Infrastructure, Virtualization, & Software
CFO: Duleep Delpechitre Distribution (4 years)
Dir., Digital Experience & Mkt: Kellie Jackson Sr. Systems Programmer (4 years)
Dir., Global IT Infrastructure & Ops.: Kris Helling
Education: University of Louisville, BS Bus.
Administration, Management and Operations
Volunteer Experience
Assistant Coach: Sawyer Youth Soccer Assoc. 2018
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Copyright © 2022 National Collegiate Sales Competition. All Rights Reserved the NCSCWildcard Round Salesperson Info
Case Info The Sales Call
You have been trying to connect with Kris
You have been on the Gartner team for a little over a year and
Helling via phone, email, and LinkedIn since
have been cold-calling with some success but leads from
August with no success. However, Kris finally
Gartner’s Conferences have netted you very good prospects.
accepted your invitation to connect last week
You have been working leads from last March’s CIO
and messaged you to set up a meeting through
Leadership Forum and Eskridge Wine & Spirits is one with
Kris’ admin, Brent McCulloch. Kris did not
which you have had little success in getting a meeting. In
respond to any additional messages, and you
August of last year you read Mark Brown on the Future of
have had no communications with Kris, other
Sazerac and the Spirits Industry in Forbes (July 3, 2021) which
than the call with Brent. Brent set up the
spurred you to increase your efforts to connect with Eskridge W
meeting with Kellie Jackson rather than with
& S. Information from your research (2021):
Kris who is out of the office this week.
Revenues: $309.46M
Employees: 1,969
HQ: Atlanta, GA
Facilities: 5 Mft. and distribution facilities in U.S. & France Prospect Background
Recent Acquisitions: Marie Brizard, California Company
From LinkedIn: Kellie Jackson
Consumer-centered eCommerce leader & change
agent with 14+ years’ experience building consumer
What you Found brands through the art and science of digital
marketing.
Founded in 1850, Eskridge Wine & Spirits has thrived
as an independent, American family-owned company ✓ Successful track record of new business growth
with operations in the United States and around the within global matrixed environments ranging from
world. Since the 2000s, Eskridge has averaged double minor to major government restrictions and
digit growth every year! Our vision is to become one regulation.
✓ Hands-on leader capable of developing website
of the industry’s most desired places to be. Eskridge
attributes its success to a unique blend of history, experience, vision, strategy, and roadmap, bolstered
culture, brands, relationships, innovation, technology, by external agency partners to augment a small core
and most importantly, its people. team.
✓ Expertise in domestic and international
Administrative Team from website: eCommerce.
✓ Adept at building trust-based, respectful cross-
Pres. & CEO: Brad Eskridge
functional relationships with vendors and global
CFO: Duleep Delpechitre
partners.
Dir., Digital Experience & Mkt: Kellie Jackson
Dir., Global IT Infrastructure & Ops.: Kris Helling Eskridge Wine & Spirits – 2 years
Dir. Digital Experience & Marketing
Reynolds American – 2 years 4 mths
Dir. eCommerce – Consumer Marketing
Sunglass Hut – 2 years
Global eCommerce Solutions Manager, IT Retail
Education: Hillsdale College, BBA Marketing
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Copyright © 2022 National Collegiate Sales Competition. All Rights Reserved the NCSCQuarter-Final Round Salesperson Info
Case Info The Sales Call
You have been an Account Manager on the Gartner team Your Gartner CRM system and reports
for a little under a year and have been provided numerous provides you with multiple “dead” or inactive
inactive accounts. InterTelcom has been in Gartner’s accounts. InterTelcom has been in your
archives for 20 years and passed around to other new accounts for the past 3 months. The notes and
account managers who have had no success in gaining their activity indicated that 5 different Acct. Mgrs.
business. Information you have: over the past 20 years have owned and each
Annual Rev.: $650m (no debt) made at least 5 attempts (unsuccessful) to gain
HQ: Atlanta, GA - Ownership: Private an appointment with a decision maker. During
Employees: 1,350 your weekly research you found Shane
Last Contact from Gartner Rep: 2005 Dolinski was recently hired as the Sr. VP of
Info Tech. You sent an email to Shane and
What you Found received a reply almost immediately. Shane
directed you to Jamie who set this
appointment via email. You have not spoken
From Sales Navigator
with anyone personally.
InterTelcom is one of the premier Prospect Background
telecommunications solution's providers for
businesses across the United States and Canada.
Jamie Peltier: From LinkedIn (No picture)
With unparalleled North American coverage,
InterTelcom is the leading corporate phone service Results oriented technical leader with the proven ability
provider to multi-location companies through our to strategically lead Information Technology to meet
scalable solutions, customized to manage all your core business values.
local, regional and national locations. Through
long-term commercial wholesale contracts, Successfully orchestrated the rapid Covid emergency
InterTelcom offers dial-tone, infrastructure transition of over 2,000 company-wide users from
solutions, advanced data services, broadband, and
existing limited remote access to an optimal and fully
security services to our customers at significant
savings. Enjoy on-line location pre-qualification, supported work from home business solution
order entry, order tracking and revenue reporting Experience
along with premier account managers.
InterTelcom: Dir. of IT Infrastructure Jan 2021 – pres.
Co-Founder & President: Karen Peesker
CFO: Lenita Davis Starwood Hotels & Resorts: Firewall Manager Sep
CIO, Sr. VP Info Technology: Shane Dolinski 2018 – Dec 2021
Dir. Of IT and Infrastructure: Jamie Peltier IntraSystems: Network Engineer Nov 2012 – Aug 2018
US Army: Military Police May 2006 – Oct 2012
Education
Worcester Polytechnic Institute: Client/Server
Technology Certificate Program
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Copyright © 2022 National Collegiate Sales Competition. All Rights Reserved the NCSCSemi-Final Round Salesperson
Info
Case Info The Sales Call
Erin Gillespie is the Chief Technology officer of F&A. You
You are in your first year with Gartner as an Account immediately replied to the introductory email thanking
Mgr. You had a very successful call with Jamie Peltier
Jamie for the introduction and asked Erin for a date and
at InterTelcom. Jamie provided you a referral to F&A time for a meeting. A week went by without a response, so
Transformational a company with whom InterTelcom you called the number Jamie provided. You connected with
has had a long business relationship. Jamie indicated Erin’s admin, Brent McCulloch, who after explaining your
F&A was a growing company and making some big
reason for calling, said that Dana Rich, the VP of
changes in their IT Infrastructure. Information Technology would be a better person to talk to.
Jamie sent an introductory email to Erin Gillespie and Brent set the meeting with Dana.
copied you.
Annual Rev: $215.7m
Employees: 1.5K +
Employees in Information Technology: 38 (growth of Prospect Background
52% over past 6 months
Employees in Sales: 91 (Growth of 435% last 6
months) Your research uncovered the below about Dana on
LinkedIn:
Defining and executing strategies that are highly
What you Found energized, business-focused and meaningful
thorough people, process and technology **
F&A is a provider of cloud-based solutions that Leveraging my attention to budgets, schedules,
transform Finance and Accounting (F&A) by vendor relationships, contract management and
automating, centralizing and streamlining financial staffing, I run IT as a business in order to create
close operations, intercompany accounting processes competitive results and opportunities. I connect
and other key F&A processes for large and midsize people, technology and information in both domestic
organizations. Designed to complement virtually all and global environments.
ERP and other financial systems F&A increases
operational efficiency, real-time visibility, control and Experience:
compliance to ensure end-to-end financial close
management and accounting automation from within a F&A Transformational: VP Info Technology Jun
single, unified cloud platform. F&A helps companies 2021 – present
modernize accounting operations with intelligent
The WNET Group: Chief Technology Officer Mar
automation, ensuring more accurate and insightful
2020 – Jun 2021
financial statements and a more efficient financial
close. F&A helps ensure balance sheet integrity and National Basketball Association: VP & Head of IT
confidence in their financial statements. Program Delivery & Business Operations Oct 2016 –
Mar 2020
CEO: Greg Rich
CFO: George Allen Education:
CTO: Erin Gillespie
VP Info Tech: Dana Rich Vanderbilt University – BS Mathematics & Finance
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